Sandler Training (www.sandler.com) is a global organization with over 220 training centers, each run by an independent franchisee. Sandler focuses primarily on foundational and advanced selling and sales management skills. They recently added a program focused on enterprise sales. Sandler’s physical presence in numerous locations enables it to offer its clients ongoing training, coaching and reinforcement in smaller chunks over a longer time period. This is different from other training companies that require that everyone flies in, participates in a one or two day seminar and then leaves, hoping the training sticks.

FOCUSSandler’s franchisees focus primarily on smaller and mid-sized businesses located in the vicinity of its training centers. Sandler’s sales training emphasizes a consultative selling approach which they represent through an analogy of a submarine with multiple compartments, each representing a stage of the sales system. This consultative approach, local presence and continuous learning make Sandler a good fit for local and regional firms that offer professional and business services.

SALES COACHING PROGRAM HIGHLIGHTSSandler’s training helps your bench develop the necessary, specialized skill set through progressive concepts. These concepts are delivered via facilitated training and coaching, supported by innovative workbook materials. It also includes a comprehensive video series that is available online 24/7.

Understand the requirement of the various roles they play, know when to assume each role and how to carry it out effectively

Know how to communicate clearly with their sales teams whether it’s during one-to-one conversations, coaching sessions, sales call debriefings or group sales meetings

Know how to recognize and resolve conflicts quickly and effectively

Keep their teams focus and behaviors aligned with the tasks at hand and the achievement of corporate and department goals

Their training is designed to create lasting improvement rather than the motivational “quick fix” typical of many seminar-based training programs. To help clients accomplish their goals, Sandler provides “reinforcement training,” a system that combines quality materials along with access to ongoing training workshops and individual coaching sessions. Through their local training centers, they provide continuing face-to-face support and reinforcement of the world’s most successful selling system.

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